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What People are Saying About This

Mike Bosworth

Brian Carroll "gets" that marketing and sales must have a common definition of a lead and a "sales-ready" lead is a targeted decision maker who is curious how you have helped someone with the same job title in the same industry achieve a goal or solve a problem.(Mike Bosworth, author of Solution Selling and coauthor of CustomerCentric Selling)

Neil Rackham

If you can't generate a solid flow of good leads, your sales force - and your company - will fail. Yet, for most organizations, lead generation is a hit-or-miss affair. In this well written book you'll find practical and useful tools for building your sales and marketing efforts into a powerful system to generate high quality leads.(Neil Rackham, author of SPIN Selling)

Philip Kotler Ph.D

Philip Kotler, Ph.D., S. C. Johnson & Son Distinguished Professor of International Marketing, Kellogg School of Management/Northwestern UniversityCarroll has provided a very helpful book for companies that are involved in complex sales. Too many marketing departments provide the sales force with a high number of leads but not with a high number of quality leads. Carroll provides many ideas and lists to help companies improve, manage, and measure their lead generation performance. He does an excellent job of describing the use of the major contact tools for lead generation and nurturing.

Anthony Parinello

Read this book and take the complexities out of your lead gen activities!(Anthony Parinello author, Getting to VITO, the Very Important Top Officer)

Jeffrey J. Fox

Leads are the lifeblood of selling. This book is the lifeblood of lead generation.(Jeffrey J. Fox, best selling author of Secrets of Great Rainmakers)

Meet the Author

David McMahon works as a researcher at a National Laboratory, a Department of Energy facility. His research involves work on nuclear fusion and the design of nuclear-powered spacecraft. He has a master's degree in physics and a bachelor's in applied mathematics, both from the University of New Mexico at Albuquerque. He is currently doing research for a doctorate in theoretical physics in the areas of quantum field theory and the use of general relativity. Mr. McMahon is a published author. Previous work includes two books on computer programming: Rapid Application Development with Visual Basic 6 and Rapid Application Development with Visual C ++. He also wrote Quantum Mechanics Demystified, Relativity Demystified, and was a contributing writer to Ace the Technical Interview.

Most Helpful Customer Reviews

The approach taken by the author is good, but something must have gone wrong in the review process. Many of the examples are solved incorrectly in the book. Also, there are a lot of typos and some paragraphs are out of place. There is also a lot of repetition of very simple processes such as manipulation of rows to solve matrices. Some of this space would have been better used to give a fuller explanation of some of the more complex operations that the book presents. I can make more detailed comments to the author and/or publisher for the purpose of improving the next edition. I was able to get a pretty good bit of information out of the book, but it did require a math background due to the apparent editing problems.